Area Sales Manager
Canon Middle East
Total years of experience :26 years, 5 Months
• Set term budget per each Product Group, based on product & area strategy, product planning and market analysis, to meet company MTP growth objectives.
• Define/deploy (including ensuring marketability, rules of engagement) channel/reseller multi-tier recruitment/recruitment program (targets incl. OEM, National VAR, ISV, Distribution, VARs, Systems Integrators)
• Ensure smooth communication and workflow between Operations and Area Sales, such as support for monthly procurement, shipment, and payment negotiation with business partner
• Manage business partner’s relationship through all phases of the sales cycle.
• Provide a consultative solutions sales process to prospects
• Responsible for tracking market information and trends, forecasts and report.
• Manage cost & price structure and ensure high level of competitive product positing.
• Manage & control business partner’s stock by product group and ensure stock level as per Canon standard & guideline.
• Create, agree full year marketing activities and ensure implantation within the timeline.
• Support business development through training initiatives, road shows and seminars.
• Develop Sales business through diversified business models; tenders / MPS/ channels/products groups.
• Undertake marketing activities in relation to our partners
• Oversee and drive Canon Environmental commitments by highlighting and emphasizing sustainable practices, (Product energy efficiency, toner and ink cartridges recycling program).
- ROI analysis for all related marketing activities & investments.
- Canon Emirates - Dubai
- Responsible for Dubai direct sales, Dubai Showroom, Northern Emirates & Channel business.
• Manage a team of 12 people.
• Responsible for financial objectives, market shares for multiple products group
• Set annual sales target for assigned business areas with full P&L responsibility with defined/clear annual GP%
• Member of Canon Emirate Management team contributing to the qualitative growth of the organization
• Drive implementation and usage of Salesforce.com to develop a consolidated view of sales business.
- ROI Analysis for all related marketing activities.
• Responsible for multiple business divisions inclusive of various agreed KPIs for the following:-
- UAE Market for Office personal products (Through distributor)
- Dubai & Northern Emirates (Direct sales).
- Channels (Resellers).
- Dubai Showroom.
Responsible for North Africa market (Egypt, Libya, Tunisia, Algeria & Morocco)
• Business partner recruitment, and account management across the territory including distribution and Partner's resellers
• Set mid-term budget for each & every country with assigned business partners based on previous results, market size, competition & company trend with strategy.
• Achieve annual sales target of multiple products
• Responsible for multiple product range (Home Display, Audio, Video, Mobile Entertainment)
• Analyze market situation per country, product, competitors, products, pricing and promotions
• Liaise with the category managers to initiate products launches, implement products and market coverage
• Contribute to the development and execution of sales promotional activities
• Implement product seminars for the assigned distributors
• Regularly assess and monitor the market and report on competitor activities
• Selling full range of Jumbo electronics products/corporate division (Sony, Ricoh, Brother, HP, I.T, AV system…)
• Management document solutions (HP, Ricoh)
• Establish and maintaining business relationship with major accounts.
• Business Management:-working with channels & major accounts, taking into account the company’s price structure & market sales prices
• Responsible for government sector of Dubai
• Responsible for Tejari tenders.
- Manage a group of 6 people.
• Set & achieve department target
• Motivate sales people to achieve sales targets
• Handling banking sector & major accounts
• Provide sales team with the latest sales techniques
• Analytical approach to quickly access local market potential & requirements
• Responsible for training sales staff on technical & sales aspects